The opportunity
As Revenue Operations Manager for Enterprise GTM, you will own the measurement layer of our go-to-market engine. You will be the key to what is in the pipeline, what is converting, what is slipping, and, most importantly, why, and the .
What you'll do
Build and maintain dashboards that give real-time visibility into pipeline: health, stage conversion, sales velocity, coverage ratios, and attainment against plan, cut by vertical, segment, and rep.
Establish a single agreed definition for every core metric (pipeline created,: qualified pipeline, coverage multiple, win rate, cycle time, ACV, committed vs. consumed) and defend it. One number, one source, one definition.
Report bookings, recognized revenue, and consumption as the distinct measures: they are, and make the bridge between them legible to people who do not live in the model.
Run the operating cadence: weekly pipeline reviews, forecast calls in Salesforce and Clari, MBRs, QBRs, and the enterprise section of board reporting.
Build stakeholder-specific, self-serve views so vertical leaders, sales: development, and partnerships can answer their own routine questions without opening a ticket with you.
Answer the hard "why" questions, e.g., why Stage 3 conversion dropped in: financial services, which sourcing motions produce the highest-ACV enterprise deals, where multi-year agreements stall in legal review.
What they're looking for
- + years in revenue operations, sales operations, GTM strategy, or a highly: quantitative business operations role at a high-growth B2B SaaS, PaaS, or AI infrastructure company. Time in management consulting, investment banking, or PE counts toward this when paired with in-house operating experience.
- Analytically hands-on. Deep Salesforce reporting fluency, strong command of: at least one BI layer (Looker, Hex, Tableau, Sigma), and comfort writing SQL against a warehouse (Snowflake, BigQuery, Databricks). You build the analysis yourself.
- Enterprise sales fluency. You know pipeline coverage math cold, you have: worked inside a stage-gate qualification framework such as MEDDIC, and you understand what actually moves a seven-figure, multi-threaded, multi-year deal.
- A track record of reporting people use. You have built dashboards that: changed decisions, not dashboards that nobody opens. You can tell the difference and you optimize for the former.
- Structured under ambiguity. You can take a vague, badly-posed question,: structure it from scratch, find the root cause, and build a system that keeps it from recurring.
- Commercially and technically curious. You will need to speak credibly about: our AI products, our differentiators, and the objections enterprise buyers raise around deployment, security, and data.
- Persuasive with executives. You can challenge the field's forecast with data: in a room of senior leaders and keep the relationship intact.
- Genuinely interested in using AI to do this job better, not just to report on selling it.
